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  1. Section 1 Introduction to Sales

1. The rapidly changing environment means organizations must change to maintain market relevance. The sales organization within a business must, therefore, evolve. Identify and explain forces which have impacted change in B2B sales; examine the changes effected.

Section 2 Personal Selling & The Sales Management Process

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2. Explain the role of sales in IMC (integrated marketing communication)


Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities Describe & analyze the importance of personal selling as part of IMC
Describe & analyze the different stages of the personal selling process and its participants


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